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Contents
Introduction…………………………………………………………………………..1
Chapter One Cultural Differenceces………………………………………………..1
1.1 The Definition of Culture………………………………………….....................1
1.2 Causes of Cultural Differences………………………………………………….2
1.2.1 Regional Differences……………………………………………………….2
1.2.2 Ethnic Differences…………………………………………………………2
1.2.3 Political Differences……………………………………………………….2
1 .2.4 Economic Differences…………………………………………………….2
1.2.5 Religious Differences………………………………………………….......3
1.2.6 Value Differences………………………………………………………….3
1.2.7 Law and Ethics Differences……………………………………………….3
Chapter Two Impact of Cultural Differences on International Business Negotiations…………………………………………………………………………..3
2.1Impact of Value Views Differences on International Business Negotiations 4
2.1.1Impact of Time View Difference on Negotiation. 4
2.1.2Impact of Equality View Difference on Negotiation. 5
2.1.3 Impact of Objectivity Difference on Negotiation. 6
2.2 Impact of Negotiating Style Differences on International Business Negotiations. 6
2.3 Communication Process…………………………………..
3. Coping Strategy Of Negotiating Across Cultures. 9
3.1 Making Preparations before Negotiation. 9
3.2 Overcoming Cultural Prejudice. 10
3.3 Conquering Communication Barriers. 10
Conclusion 11
Bibliography 12
Acknowledgements 13#p#副标题#e#
摘 要
不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天,随着国际间商务交往活动的频繁和密切,各国间的文化差异就显得格外的重要,否则将会引起不必要的误会,甚至可能直接影响商务交往的实际效果。这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手,然后解释了这些文化差异对国际商务谈判的影响,最后分析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点,在不同国家商务谈判中,谈判员应该接受对方的文化,并试图是自己被对方所接受,然后在有效沟通的帮助下做出正确评估,并找出它们之间的真正利益。此外,们应该尽可能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。
关键词:文化,文化差异,商务谈判,影响
Abstract
The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party’s culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations.
Key words: Culture, Clturaltal differences,Business negotitation,Impact
Introduction
Along with the advancement globalization and China’s WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.
Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.
Chapter One Cultural Differences
The east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.
1.1 The Definition of Culture
Culture is a national system of specific concepts and values. These concepts become people’s behavior during their life and work. As early as 1952, Kroeber and Kluckhohn listed 164 definitions of culture that they found in the anthropology literature. Of course, many new definitions have appeared since then. For example, some scholars gave such definition that culture is an integrated system of learned behavior patterns which are characteristic of the members of a society and not the result of biological inheritance. In the thesis, culture refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a specific area of society.
1.2 Causes of Cultural Differences
The impacts of regional differences, ethnic differences, political differences, economic differences, religious differences and value differences on people’s life are embodied in the catering, clothing, housing, holidays, rituals and other material and cultural life in all aspects. These result in cultural differences in different countries and regions.
1.2.1 Regional Differences
Regional differences refer to that people in different geographical regions often have different languages, life styles and hobbies because of the differences of geographical environments, levels of economic development and traditions, which would affect their behavior and habits. For example, western countries pay more attention to Christmas, while the regions have no snow, such as some African countries near the equator, where people have no idea of Christmas. The reason is that the best decoration to Christmas is snow, but people near the equator are not familiar with the snow which never falls on there.
1.2.2 Ethnic Differences
Ethnic differences refer to that different ethnic groups in the process of long-term development form its own languages, customs, habits and hobbies. They have their own characteristics in their diet, clothing, housing, holidays, rituals and other material and cultural life.
1.2.3 Political Differences
Political differences mean that policies and regulations of the political system standardize the behavior of the people’s role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two authorities---Congress and Supreme Court. While France has to expand their president’s power due to their own conditions.
1 .2.4 Economic Differences
Economic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural differences.
1.2.5 Religious Differences
Religion is a historical product with human beings developing into a certain stage. There are three main religions in the world: Christianity, Buddhism and Islam. Christian (Protestant) is predominant in northern Europe, North America and Australia; Christian (Catholic) is predominant in Western Europe and South American countries. Islam largely scope of the Middle East and North Africa. Many people in Asia regions believe in Buddhism. Different religions have different cultural trends and precepts, which affect the way that people understand things, conduct and values.
1.2.6 Value Differences
Value concepts mean people’s evaluation criteria to human being’s internal world. It contains time value, wealth value, the attitude toward life and risk. To the same problems, different people in different societies have different views or even diametrically opposite views. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their children. They always help their children finish some things which the children have the ability to cope with by themselves.
This causes their dependence on their parents even when they grow up. This shows that different countries share different values.
1.2.7 Law and Ethics Differences
Law and ethics is an integrated system, but sometimes they are contradictive in business negotiation. Western people like to deal with things according to laws. They usually go to negotiate with accompaniment of their lawyers. On the contrary, eastern people pay more attention to ethics rather than laws. In their eyes, business ethics refers to the measurement of business behavior based on standards of right or wrong, rather than relying entirely on principles of accounting, management or laws.#p#副标题#e#
Chapter Two Impact of Cultural Differences on International Business Negotiations
With the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of people’s communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other party’s goal and behavior and make him or herself be accepted by the opponent to reach agreement finally
2.1 Impact of Value Views Differences on International Business Negotiations
Value Views Differences on International Business Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation
2.1.1 Impact of Time View Difference on Negotiation.
The time view which affects the negotiator’s behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which takes a longer time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen: It is prohibited to steal time. That shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic. A famous people classify the time view into two kinds: straight-line time viewand cyclic time view. The former pay more attention to concentration and speed, and the later stress doing many things at one time. That they insist on different time view leads to different negotiating style and method. The American people represent the straight-line time view and they have a strong awareness of modern competition. They look for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use minute to calculate time .They hope to reduce negotiation time at every phrase and want to complete the negotiation quickly. But the Chinese time view is cyclic and they place emphasis on unity.
Moreover, it is necessary to be punctual at negotiations. West people have a strong time view, if you don’t comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsible person. Being late for negotiation will give the west businessmen opportunities to exert pressure onyou, and then you will lose the status of being initiative.
2.1.2 Impact of Equality View Difference on Negotiation
America went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to equality and fairness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particularly data.
Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this principle, they would come up with a reasonable resolution which they think is very fair. In business relationship, the sellers from America regard the buyer as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of American managers think fair division of profits is more important than how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they don’t pay much attention to equality. They usually adopt single-win strategy in business negotiations. When involving economic benefits they think much about their own benefits and profits and don’t give so much attention to the benefit of their partners. The market economic system of developed countries is quite mature, so west countries take win-win strategy more in negotiation; basically, they could take the benefits of both into consideration.
2.1.3 Impact of Objectivity Difference on Negotiation
The objectivity in international business negotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans don’t care much about relationship between people. They don’t care if the status of the opponent is equal to theirs. They make decision based on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore,Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues
2.2 Impact of Negotiating Style Differences on International Business Negotiations
The impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on general terms, then begin to talk about the concrete terms. And usually not until the end of the negotiation do they make compromise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every detail, so the final contract is the combination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the foreign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. The foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. That results from the influence of collectivism. So they often said to their partners: Let us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. That because their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. What’s more, most west people think that they have the ability to deal with the negotiation situation on their own. And truly, they are brave enough to take responsibility.
2.3 Communication Process
In the international business negotiation, communication process is very important, and it contains two parts, verbal communication and nonverbal communication
2.3.1 Verbal Communication
Verbal communication mainly refers to language communication. Language is important to international business negotiation, because it is how we reach out to make contract with others. We all agree that language play an important role in communication with people from different backgrounds. However, we may be less aware that cultural literacy is necessary in order to understand the language. If we select language without being aware of the cultural implications, we may not communicate well and even send the wrong message. Therefore, during the international business negotiation process, a good interpreter can help overcome the cultural barriers.
2.3.2 Nonverbal Communication
Simply, nonverbal communication refers to communication without the use of words. Even if you know the language, cultures differ in the use of nonverbal communication. Cultural differences may cause negotiators to play differently on facial expressions, gestures, and the other kinds of body language.
Researchers have shown that the words a person speaks may be far less important than the body language used when delivering the verbal message, and they estimate that less than 30% of communication between two individuals within the same culture is verbal in nature. Over 70% of communication takes place nonverbally. Some other scholars even say that 90% of the information is actually transmitted through nonverbal means. We are not sure of that. But one thing we are sure is that in face-to-face communication nonverbal signals are just as important as verbal message.
Take head movement for example, generally speaking, in most cultures nodding one’s head is seen as agreement while shaking one’s head is seen as rejection. But, in Bulgaria, for instance, people may nod their heads to signify no and shake their heads to signify yes. A lowered head in the western culture can signify defeat or uncertainty. In Asian cultures lowering one’s head may mean acceptance
2.4 international Thinking and Analytic Thinking
Easterners lay stress on harmony and entirety, while westerners on analysis and part. In other words, easterners view things from whole to part, while westerners from part to whole. Chinese people have been accustomed to dividing one issue into two opposite parts that are considered as interactive and interdependent; they hold the view that human and nature are an indivisible unity. With regard to the relationship among people, they appeal to collectivism and trust their own intuition. For thousands of years, this kind of thinking pattern has occupied a dominant position in China and becomes the core of cognition and communication. Therefore, Chinese people are used to making a comprehensive survey of the overall situation first, and then thinking over details. They depend on intuition and are imbued with imagination. People call this “round thinking mode” (Jia Yuxin, 1997).
Western thinking pattern is noted for logic, analysis, and linearity. By adopting the method of bisection, westerners consider subject and object, material and spirit diametrically opposed, i.e., things just have two possibilities, either this or that, when thinking, westerners usually start from parts, and then think about the whole situation, which is called “linear thinking mode”(Jia Yuxin, 1997,p.100).
2.4.1 Concrete Thinking and Abstract Thinking
Basically, people in any country have concrete thinking pattern and abstract thinking pattern. However, due to the difference in history and culture, each nation has its emphasis on either of them. On the whole, traditional Chinese culture is known for concrete thinking while western culture for abstract thinking. Based on experience, concrete thinking depends on analogy, metaphor and symbol. Ancient westerners adopted abstract thinking to deal with problems by means of concept, judgment, and reasoning.#p#副标题#e#
2.5 Negotiation Structure
Cultural differences also impact on negotiation structure. Different countries have different negotiation structure, so do the team. The team in eastern countries feel that time is abundant and humans should not follow the timetable blindly. For example, Chinese people are famous for the length of their negotiations; they spend much time in the non-task sounding stage of negotiation to establish rapport and get to know their partners. Chinese people usually discuss many issues at one time, without an apparent order, they may skip from one issue to another and they may also come back to points which in the eyes of their Western partners have already been settled and concessions are made or all issues at the end of the discussion.
However, the team in western countries regard time as money and would like to set fixed agendas. Western countries are emblematic of the “time is money” culture, where time is a scarce resource. People would try to achieve its optimal allocation between the competing ways of using it. They establish timetables and deadlines. Norms tend to be strict regarding time schedules. When a discussion with someone lasts longer than planned, they will politely stop the conversation, in order to keep their schedule.
2.6 Negotiation Style
Negotiation practices differ from one culture to another and cultural difference can impact on “negotiation style” --- the way people from different cultures conduct themselves. Here, we divide negotiation style into the eastern negotiation style and the western one. China and Japan are the typical countries of the East, while America the West.
Chinese culture is a high–context culture. In a high-context culture, the emphasis on communication is indirectness and ambiguity. Most of the information is in the context while little is in the explicit part of the message. The external environment, situation and non-verbal behavior are crucial in understanding communications. People depend heavily upon covert clues to interpret a message given under a certain context. And also, Chinese negotiators also look forward to long-term partnership. They are not in a hurry to push for an agreement. Generally, there is a slow start to “warm up”, and then it is followed by some tentative suggestions.
In the international business negotiation, saving face and achieving harmony are more important factors than achieving higher sales and profits for Japanese. As far as the Japanese negotiators are concerned, they try to build up a long-term relationship in the course of negotiation. Therefore, they prefer personal contacts in an informal way. For them, trust is more important than agreements. The reason why there is a low ratio of success between American and Japanese negotiators lies mainly in this point. Besides, Japanese negotiators try their best to avoid an open conflict between both parties. Consequently, they often ask a third party to function as go-betweens. In this way, they can prevent an unpleasant feeling from coming up on both sides
The impression Americans leave us on the negotiating table is flexibility, straightness and zest. They never express themselves with vague words. They say “Yes” or “No” directly. Consequently, during a negotiation they like people speaking without reservation. When any conflict appears in a negotiation, Americans aim to solve the problem and never mind if you have adequate proof and dispute with them. Meanwhile, if you want to ease up the atmosphere and respond with a smile, it will be reckoned as insincere and as if you are in the wrong way. In addition, Americans respect human rights, and they can not tolerate throwing stones at a certain person behind him. American negotiators often act in an impersonal way ---“business is business” is their view, American negotiators are always mission-driven---anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned.
2.7 Decision-making Process
Decisions are made differently in different groups. They may be made by individuals or by the group as a whole. Some groups accept the decision of the majority of the group members, but other groups seek consensus among group members and will not make a decision until all members have agreed. Knowing how your counterpart makes decisions is vital to help gauge the approach you should take to persuade him or her. Take Japan and America as typical eastern and western countries for example.American people make decisions based upon the bottom line and cold, hard facts. They believe not people, but statistics and performance count. Business is business. In American view, a business negotiation is a problem-solving activity, and the solution is a deal that suits both parties.
The decision making process is just like a cost-benefit analysis applied to all parties who would be touched by the decision. A decision is considered right because it produces the greatest net benefit when all the costs and benefits to all the affected parties are taken into account. So the Americans usually list the possible effects and estimate the magnitude of their costs and benefits as accurately as possible.
In general, decision-making in Japan is a communal affair requiring unanimous approval by management. In this decision-making style, everyone must be convinced, not just the key decision-maker. Upper-level managers do not make fast, on-the-spot decisions. Most Japanese companies use some form of a system of decision-making known as document system. In the lower layer of management, usually at the section level, a manager drafts a proposal after achieving consensus within his own group.
The proposal is circulated to the heads of other sections and departments. These heads study the proposal. If they approve, they stamp their name seals on it. If they disapprove, they either refuse to stamp it or put their seals on it upside down. Then the document is passed up through the different
levels of management until it reaches the president. If everyone stamps the proposal, it becomes a company policy. If not, it is usually sent back to its originator with certain suggestion. Thus all the middle managers in companies using this system perform almost all the planning functions for the company, deciding what will be done, when and how.
Chapter Three Coping Strategy of Negotiating across Cultures
The culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what’s more, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects.
3.1 Making Preparations before Negotiation.
The negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; the constitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business customs and regulations of their countries and the
conditions of their negotiating members and so on.
3.2 Overcoming Cultural Prejudice
Tolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.
3.3 Conquering Communication Barriers
Two trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to communication between people, there won’t be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of people’s communication, only we meet each other, can we have communication and friendship. In negotiation, sometimes we can’t make much progress although we have talked for long time. And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must overcome them. Generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponent’s contents and ideas.#p#副标题#e#
Chapter Four The reasons of the different culture
Since there are so many cultural differences, then conflict is inevitable.A cultural diversity have many reasons, in a word, eastern and Western cultures have different cultures, historical background, it will inevitably bring some thinking, behavior, and many other differences, even conflicts. Many factors influence the differences of cultures.
4.1 Value Differences
Every culture has own unique value systems, this culture think that is good, another culture might consider bad, but it does not mean that this values are advanced, and the other values are behind. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their children. They always help their children finish some things which the children have the ability to cope with by themselves.
4.2 Political Differences
Political differences mean that policies and regulations of the political system standardize the behavior of the people’s role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two authorities---Congress and Supreme Court. While France has to expand their president’s power due to their own conditions.
4.3 Economic Differences
Economic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural differences
Chapter Five Negotiation Skills: correctly to deal with the cultural differences
As we all know, different countries have different cultures. According to the culture of different countries adopt different strategies in the international business negotiations, in order to ensure that negotiations can be expected to achieve, decision-making must based on cultural differences, learn some international business etiquette and practices, respect each other's cultural practices, so negotiations will be guarantee successfully.
Negotiational tactic is objective. Unless we understand it, we can apply it. Specifically speaking, take Chinese negotiators for example, we must achieve the following several points: First, understanding English has always being identified as a key successful factor for Chinese Business. Second, Chinese businessmen have to know the culture differences between the East and the West so that they not only can know their own negotiation’s mentality but also their rival’s mentality. In addition,Chinese businessmen should respect other parties’ customs, in equal and friendly foundation. Third, both parts should attempt to conciliate the bilateral cultural difference. Studying and respecting the foundation of adversary’s cultural difference requires both sides to exchang ideas, to stand in adversary’s angle and standpoint to think question.
Chapter Six How to negotiation and to deal with cultural differences in negotiation
6.1 1.Pre-negotiation
The pre-negotiation stage begins form the first contact between the two sides whose interest in doing business with each other,we should keep an open mind to recognize and accept the difference, because information gathering will to some extent determine the success and failure of the negotiation.
6.2 .Face-to-Face Negotiation
In this stage, I think negotiators should adopt some proper communication skills to reach an agreement. And we know conflict tend to be more difficult and complex when involved negotiators with cultural differences. But conflict is unavoidable during the process of negotiation. To make things worse, poor communication may kill deals. So we should try our best to overcome the cultural differences on negotiation, and utilize some effective communication to gain the common interest. In view of its significance in negotiation, communication is at the heart of the negotiating process.
6.3 Post-negotiation
Finally the business negotiation is brought to the end stage. The contract is being drawn up and to be signed. However, writing and wording of the contract in itself is a kind of negotiating process. For word meaning and business value might differ due to the cultural factors involved in the business negotiation, form of agreement is preferred differently from culture to culture.
6.4 Cultivation of Cross-cultural Awareness
Without both parties effort negotiations can not be achieved, so we should cultivate cross-cultural awareness to avoid some unnecessary matters.
First of all, a negotiator needs to have a reflection upon his own cultural system. He needs to be aware of his own values, beliefs and social norms. He also needs to be culturally sensitive and always bear in mind that a foreign negotiator is different from natives not only in physical features, but also in motivations, beliefs and values.
Then, show respect for the other party. Show respect for the other party will smooth the situation and speed the negotiation process. Anyhow, the result of the establishment of cultural fellowship does not mean overcoming a culture but means a third culture created by the former two (Li and Zhang, 2004).
Finally, accept other’s culture. For example, we usually believe in this saying “you will be treated how you treat others”. But in the cross-cultural setting, it’s not this way. What you want to be treated is not an American want to be. Therefore, we should believe that “how they treat other is what we will do” (Acuff, 1995). Try to behave like others do may bring you inconvenience, but just try it and it’s sure that the other part will encourage and appreciate your action.
Conclusion
“Social Customs varies in different countries”. In a word, cross- cultural communication will meet the problem of culture differences surely. In turn, culture differences also influence all aspects of international business communication. To avoid or to resolve the culture differences is a huge task in international business negotiation. In order to step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures. Try to know yourself and know them. What’s more, we should respect different behavior of businessmen under different culture background, and then we could reduce unnecessary conflicts resulting from not respecting the opponents. It is beneficial for both to form an atmosphere of mutual trust and cooperation, reduce culture differences and turn disadvantages into advantages and benefits. Thus, we could avoid conflicts and obstacles, then to promote communication and harmony in international business negotiation.#p#副标题#e#
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[5]陈俊森.《外国文化与跨文化交际》北京:华中理工大学出版社,2000:2-6
[6]查尔斯·李龙与牛仔——《美国人眼中的中国商人》北京:中国海关出版社,2004
[7]韩承敏.《跨文化人力开发与资源管理》[M]南京:东南大学出版社,2003:340-342
[8]孙长征、黄洪民、吕舟雷. 《公共谈判与推销技巧》]青岛:青岛出版社,2001
Appreciation
As acknowledgements for my paper, only I — the writer is responsible for the shortcomings. I much acknowledges my thanks to all my teachers, especially to Miss Liu Mifan, my supervisor, who has provides me support, critical ideas and careful suggestions.
I also want to thank my family who always give me time, encouragement and secretarial services, especially my parents.
Finally, my classmate and friends, who provided thoughtful and thorough reviews of my paper, must be acknowledged.
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下面是读文网小编整理的剑桥商务英语高级题目,以供大家学习参考。
小作文:
描述4年中四个不同部门的汽车销量的增长对比:小轿车英国国内国外销量,商务车在英国国内国外的销量
大作文:
Report:
要求写一篇报告,针对部门内的浪费情况和原因。要点:1.该报告的简介;2.搜集资料的渠道;3.浪费的现象有哪些;4.改善措施。
Proposal:
关于sponsorship的,是比较常见的商务话题。这个话题还在真题集上出现过。只不过今天考的要难。
Letter:
You are a marketing company, one of your potential customer have asked you to give them a promotion about their company. 1).outline the possible ways how will you to promote their company; 2).take the examples of you customers you have been helped; 3). ask for more information of that company; 4).suggest a meetin
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广告语要流畅,朗朗上口,适当讲求语音、语调、音韵搭配等,这样才能可读性强,抓住受众的眼球和受众的心。我们不难发现,许多广告语都是讲求押韵的。
例如:Export fair set for foreign-funded firms.译文:外商投资企业出口公平的设备。
分析:这是一则外资企业出口产品博览会的广告,7个词中有5个(fair, for , foreign, funded, firms)互押头韵,朗朗上口,听起来好象是博览会在文质彬彬地迎接众多外资企业。
例如:Hi-fi(high fine quality),hi-fun(high fun),hi-fashi(high fashion) only from sony. 译文:高保真,高乐趣,高时尚,只来自索尼。
分析:这是一则索尼照相机广告,运用互押尾韵使英语广告有节奏感、音调和谐、琅琅上口,便于记忆推广, 既实现了广告语言的美,又提高了产品的知名度。
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下面是读文网小编整理的电子商务英语论文范文,以供大家学习参考。
Recent development of information technologies has brought us new possibilities for teaching and learning classical art and humanities in several different ways. Image plays a key role here. In learning classical Japanese poetry, it is quite important to examine original books and manu******s because even the published books were printed from the wood blocks of engraved words which were written with brush by, in many cases, the authors themselves. Not only the visual art works, but also the literary materials as such pose the problem of authenticity, and this problem itself is closely linked to the interpretation of the literary works and the life history of the authors. Yosa Buson (1716-84), a poet-painter, and his followers best represent this type of artists and must be studied with both texts and images they created.
Buson was a leading haiku poet of the 18th century and, with Basho and Issa, one of the great names in haiku. He was also a distinguished BUNJINGA (literati-style) painter, and perfected haiga or cursive sketch with poems as a branch of Japanese pictorial art. Buson read classics extensively and studied different styles of Chinese and Japanese paintings. Poetry and painting affected each other in his art. His poems were, diversely enough, rich in imagery, clearly depicting fine movements and sensual appearances of things, dynamic with wider landscapes, lyrical, sensitive to human affairs, romantic with hidden stories, graceful, and longingly time-conscious. Buson completed his own style of painting in his later years when he was using the name of Sha-In. Freed from the influence of China, he created genuine Japanese landscapes.
Two years after starting its creation, this site now receives more and more accesses from both Japan and abroad. In May 2000, for example, there were, in average, about 350 hits for the site per day, 45 different individual accesses to the English top page, and 17 different accesses to the Japanese top page. Some people leave notes in the guest book, and some other people prefer to send e-mails to the site author. These notes and mails are analyzed in terms of contents, interests, and gratification. Formative evaluation of the site is now conducted with college students. This site, when it is fully developed, is to be converted into a CD-ROM with upgraded still and moving images.
Abstract From the concept of the network university, we deduce its three basic infrastructures:the education center station, the high speed backbone and the user terminal network. we point out that the remote learning online at home will be the most important studying model in the future,so the HomeNet will be a necessary infrastructure platform for remote learning , in this paper we discuss the structure, the key technologies and connection media of HomeNet.
Keywords network university remote learning HomeNet
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1.产品远销英国、美国、日本、意大利和东南亚,深受消费者欢迎和好评
Our products are sold in Britain, America, Japan, Italy and South East Asia and well a received by their purchasers.
2. 畅销全球 selling well all over the world
3. 典雅大方 elegant and graceful
4. 定型耐久 durable modeling
5. 方便顾客 making things convenient for customers
6. 方便群众 making things convenient for the people; to suit people’s convenience
7. 方便商品 convenience good
8. 方便生活 bringing more convenience to the people in their daily life; Providing amenities for the people; making life easier for the population
9. 各式俱全 wide selection; Large assortment
10. 顾客第一 customers first
11. 顾客是我们的上帝 we take customers as our Gods
12. 规格齐全 a complete range of specification, complete in specification
13. 花样繁多 a wide selection of colours and design
14. 货色齐全 goods of every description are available
15. 客商第一,信誉第一 clients first, reputation first
16. 款式多样 a great variety of model
17. 款式活泼端庄 vivid and great in style
18. 款式齐全 various style
19. 款式新颖 attractive design fashionable style, novel in design up-to-date styling
20. 款式新颖众多 diversified latest design
21. 美观大方 elegant appearance
22.美观耐用 attractive and durable
23. 品质优良 疗效显著 誉满全球 欢迎选购 excellent quality, evident effect, good reputation over the world, orders are welcome
24. 品种多样 numerous in variety great varieties wide varieties
25. 品种齐全 complete range of article, a great variety of goods
26. 让我们的商品走向世界 let our commodities go to the world
27. 色彩鲜艳 bright in color
28. 色泽光鲜 bright luster
29. 色泽艳丽 beautiful color
30. 深受顾客欢迎 we have won praise from customer to win warm praise from customers
31. 深受国内外客户的信赖和称誉 to win a high admiration and is widely trusted at home and abroad
32. 深受消费者的欢迎和好评 to be highly praised and a recited by the consuming public.
33. 式样美观 aesthetic appearance, attractive fashion
34. 式样新颖大方 modern and elegant in fashion
35. 式样雅致 elegant in style
36. 式样众多 in many styles
37. 适合男女老幼四季穿着 suitable for men and women of all ages in all season
38. 外形大方 elegant shape
39. 享有盛誉 to win a high admiration
40. 新品迭出 new varieties are introduced one after another
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英语口语是学习商务英语的重要环节,为了帮助大家练习好商务英语口语,下面读文网小编为大家带来商务英语情景对话,欢迎大家练习!
A: Hi, Alex. Welcome to my birthday party!
A:嗨,艾力克斯,欢迎来参加我的生日聚会!
B: Hi, happy birthday! Here is a present for you!
B:嗨,祝你生日快乐!我给你带了一件礼物。
A: Oh, it's so kind of you! What is it?
A:噢,你想得真周到。是什么?
B: Why don't you open and see?
B:你打开看看不就知道了吗?
A: Wait, let me guess. Is it a box of chocolate?
A:等等,先让我猜猜。是不是一盒巧克力?
B: No. Just open it and you will see.
B:不是,打开看看吧。
A: OK. It is a big surprise. A dress! Look at this beautiful dress!
A:好的,对我来说是个惊喜哦,一件裙子!这件裙子真漂亮!
B: Do you like it?
B:你喜欢吗?
A: Yes, I love it. Thank you so much. Have a good time here.
A:是的,我很喜欢。非常感谢你!祝你今晚派对上玩得开心!
B: I'm glad you like it. Is everybody here now?
B:你喜欢就好,所有人都到齐了
A: Not yet, let's wait inside.
A:还没呢,我们进去等吧。
B: Great, let's go.
B:好极了,我们走吧。
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电子商务是以信息网络技术为手段,以商品交换为中心的商务活动。那么你知道电子商务用英语怎么说吗?下面读文网小编为大家带来电子商务的英语说法,希望对大家的学习有所帮助!
1. The Pentagon will give preference to companies which do business electronically.
美国国防部将会优先考虑那些能够进行电子商务的公司。
2. As we move into broadband, a wide range of e-commerce services will become available.
我们转入宽频传输领域后,将会提供多种电子商务服务。
3. 19 per cent of B2C companies are now worth little more than the cash on their balance sheets.
19%的B2C电子商务公司现在的市值比其资产负债表上的现金额高不了多少。
4. I don't know anything about e - commerce .
关于 电子商务 我什么都不知道.
5. Pete Wilson , the governor, bought a Mickey Mouse toy for his secretary's new baby through e - commerce .
皮特·威尔逊 州长通过 电子商务 邮件给他秘书刚出生的宝贝买了一个米老鼠玩具.
6. Electronic commerce in now ages, world logistics industry contain new development trend.
在当今的电子商务时代, 全球物流产业有了新的发展趋势.
7. If I were a tycoon, I would invest more money on e - commerce .
如果我是大款, 我会投资很多资金在 电子商务 里.
8. Of an enterprise, e - commerce is a new means of operation.
对一个企业来说, 电子商务 是一种新的经营手段.
9. Since 2003, MOFCOM has been compiling the annual China Report on E - commerce .
商务部自2003年起每年组织撰写《中国 电子商务 发展报告》.
10. Take the lead in identifying potential E - commerce opportunities with key suppliers.
率先与主要供应商确定潜在的 电子商务 机遇.
11. Online games have been a highly profitable e - application in recent years.
近年来,线上游戏已成为高获利的 电子商务.
12. Information, Hi 2000 is a typical e - commerce industry, Hangzhou, the local community site.
资料显示, 网盛科技是一家典型的杭州本土 电子商务 行业网站.
13. Boost your ROI on your marketing, sales and e - commerce activities.
提升企业在营销 、 销售以及 电子商务 活动的投资回报.
14. The e - commerce world has changed since July, 1995, when Amazon was born.
自亚马孙公司1995年7月诞生以来, 电子商务 世界发生了巨大变化.
15. There exists no widely accepted definition for electronic commerce.
那里存在着没有被广泛接受的电子商务的定义.
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在中国的市场更加深入地融入到国际经济社会之中时,国内人才市场由于大批外资公司的登陆,对商务英语的人才的需求也愈来愈大。下面读文网小编为大家带来常用商务英语句子,希望对你有所帮助。
I think we can strike a bargain with you if your pries are competitive.
我认为如果价格有竞争力,我们就可以达成交易.
Is that your quoted prices?
这是你方的价格吗?
It would be very difficult to come down with the price.
我们很难再降价了.
our prices are the most reasonable.
我们的价格是最合理的.
can you cut down the price for me?
你们可以降低价格吗?
we can offer you discount terms.
我们可以向你提供折扣.
Do you quote CIG or FOB?
你们报的是到岸价还是离岸价?
I can assure you our price is very favourable.
我可以保证我们的价格是优惠的.
Please give us your best price.
请给我们报最低价.
All the prices are on the FOB shanghai basis.
所有的价格都是上海港船上交货价.
Your prices are much too high for us to accept.
你的价格太高,我们不能接受.
I can't allow the price you ask for.
我不能同意你们要求的价格.
we can't cover our production cost at this price.
这个价格我们不能保本.
Are the price on the list firm offers?
报价单上的价格是实价吗?
This is the lowest possible price.
这是最低价了.
thank you for your inquiry.
感谢贵方询价.
How about the prices?
价格如何?
When quoting ,please state terms of payment and time of delivery.
贵方报价时,请说明付款条件和交货时间.
Our price is realistic and based on reasonable profit.
我们的价格是很实际的,是根据合理的利润提出的.
If an order is placed, we'll pay the cost of the sample.
如果交易成功,样品费由我们付.
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BEC商务英语考试马上就要到来,为了帮助大家备考复习,下面读文网小编为大家带来商务英语考试模拟试题,希望对你有所帮助。
I.词组英汉互译:15%
1. thank you for 2. place of interest 3. general manager
4.be overweight 5. look forward to 6. make an appointment
7. be skilled in 8. 负责 9.一家合资企业
10. 占用某人几分钟 11. 一份兼职工作 12. 名片
13. 出国 14. 一般而言 15. 商务着装
II. 完成下列句子 15%
16. I’ll send the information to you by ____________ . (传真)
17. The doctor asked Mr. Green to take the_____________ (药) three times a day.
18. My sisiter is studying languages _______________ . (在国外)
19. Miss Yang is asked to meet Mr. Smith at the __________ (机场) .
20. Nowadays more and more people are ___________ (感兴趣) in travelling during holidays.
21. I’m __________ (厌倦) with the same food every day.
22. My American friend will ______ me ______ at the station. (送行)
23. I can ___________ it by myself. (设法应付)
24. His success is ______ in large part _____ his dilligent. (由于)
25. In the U.S.A. people choose different shopping places __________ (按照) their economic conditions.
26. Please tell him Mr. Smith is here for his __________ (约会).
27. __________ ________ (企业文化) is based on respect for others and hard work.
28. Tom felt a little _______ (累的) after a long trip.
29. It’s my honour to ________ (介绍) the famous American singer to you.
30. I’ll take up a part-time job in the summer holidays to get some real life __________ (经验). III. 单项选择 10%
31. Tom bought _______ story-book yesterday. It’s _______ English story-book.
A. a, the B. an, a C. a, an D. an, a
32. When She heard the bad news, she can’t help ________ .
A. cryu B. to cry C. crying D. cried
33. John is taller than _____ in his class.
A. any girls B. any other boy C. other girls D. any boys
34. Do you mind my _________ here?
A. smoke B. smokes C. smoked D. smoking
35. The girl _____ white is my best friend.
A. at B. in C. on D. with
36. To our ________, he got the first prize in the 100-metre race.
A. surprise B. surprising C. surprisement D. surprised
37. It was difficult for you _______the work in such a short time.
A. to finish B. finish C. finishing D. finished
38. ______Chinese ______ Japanese are Asians.
A Either, or B . Neither, nor C. Neither, or D. Both, and
39. _______ he said at the meeting astonished everybody.
A. What B. That C. That fact D. The matter
40. ---Have a pleasant journey! ---_________.
A. Great B. Thanks C. Oh, no D. Not at all
IV. 把A栏中的词和B栏中的意思配对: 10%
Column A Column B
41. century A. come near
42. vacation B. a little
43. real C. goodbye
44. approach D. 100 years
45. farewell E. holiday
46. overseas F. a trip from one place to another
47. delay G. true
48. a bit H. having pleasant smell or taste
49. journey I. put off
50. delicious J. across the sea; abroad
V. 阅读理解 20%
(A)
Do your parents talk to you? Are you happy in class? We hope so, but it’s not always like that. And not only Chinese students have school and faimly problems, but also foreign kids.
The United Nations studied children’s lives in the world’s 21 richest countries. It found that the Netherlands, Sweden and Denmark are the best places to grow up. Although the United States and Britain are among the richest countries, they are at the bottom of the list.
The study looked at the lives of children in six ways. These were: the numbers of poor kids; their health and safety; education; relationships with friends and family; their behavior; how happy they were with their lives.
Bullying is a big problem in British schools. Nearly 40 percent of the kids in the study had been bullied in the previous two months.
The study also shows that children in Ireland and Canada take the most exercise every day. “Lots of money does not mean a happy childhood”, says the report. The Czech Republic is not a rich country, but its children have happier lives.
51. The first paragraph tells us that _______.
A. Chinese parents never talk to their kids B. Chinese kids are happy in class
C. both Chinese and foreign kids have school and family problems
D. foreign kids don’t have any problems
52. According to the report, of the world’s richest countries, which are the best places for kids to grow up?
A. The US and Britain B. Netherlands and Sweden
C. Denmark and France D. Italy and Sweden
53. According to the report, what is a big problem in Britain schools?
A. School grades B. Relationships with teachers C. Health D. Bullying
54. According to the report, kids in Ireland and Canada _______.
A. are much safer than kids in other countries B. exercise most every day
C. have the highest school grades D. are easier to get along with
55. Which of the following statements is true according to the passage?
A. Lots of money means a happy childhood.
B. Children in the richest countries have the happiest lives.
C. Children in Czech Republic have happier lives than those in some rich countries
D. Chinese children don’t have so many problems as foreign kids.
(B )
From a plane we can see the fields, cities, mountains or seas below. If we go into space, we see more and more of the earth. People and man-made satellites have been sent out into space to look at the earth carefully and people have learnt more about the earth in the last few years. The sea looks very beautiful when the sun is shining on it. But it can be very terrible when there is a strong wind.
The sea is very big. It nearly covers three quarters of the earth. The sea is also very deep in some places. There is one place and at that place the sea is about 11 kilometres deep. The highest mountain in the world is about 9 kilometres high. If that mountain was put into the sea at that place, there would be still 2 kilometres of water above it!
In most parts of the sea, there are many kinds of fishes and plants. Some live near the top of the sea. Others live deep down. There are also a lot of small living things, and lots of fishes live by eating them.
The sea can be very cold. When people go down, the sea becomes colder and colder. Only some men can go down into the deep sea. But, in 1970, five women scientists lived in the deep sea for fourteen days.
56. This passage is_________.
A. a short story B. for science reading C. a piece of news D.a report
57. The sea covers about _______of the earth.
A One third B. One fourth C. Two quarters D.Three fourths
58. _______are not mentioned (提及) in this passage.
A. Fishes B. Plants C. Islands D. Living things
59. Which of the following is Not true?
A. The sea is usually beautiful when the sun is shining.
B. The sea is always very terrible when the wind blows hard.
C. The highest mountain is in the deepest place of the sea.
D. The deeper the people go into the sea, the colder they will feel.
60. The last sentence “But, in 1970, five women scientists lived in the deep sea for fourteen
days.” means that________.
A. women wanted to live in the deep sea for a long time.
B. women could go deeper into the sea than men.
C. women liked living in the deep sea better than men.
D. women could do the same work as men.
VI.写作 30% A. 将下列句子中英互译. 20%
61. 昨天我设法用英语写了一封信给我的美国朋友。
62. 他们明天会把信息用e-mail发给你.
63. 商务信用和个人信用是完全不一样的。.
64. 王先生现在不在,你介意留个言吗?
65.我想订一张10月2日从北京飞往深圳的机票。
66. Readers are requested to keep quiet in the library.
67. I’m calling to talk about your visit schedule to our factory.
68. Would you like me to book a room for you in a hotel ?
69. We’re going to have a meeting on Tuesday morning . Please make the necessary preparation for it .
70. How about having dinner togetherin the evening ?
B. 根据所给电话内容写一个电话留言,要求格式正确,表达清楚。
假如你叫刘英,是Smith 先生的秘书。今天是12月17日,星期四,你接到一个Lily打给Smith先生的电话,因为Smith先生不在,你要写个电话留言给他,电话内容如下:
1. Lily 是ABC公司负责海外市场的;他们公司对我们的新产品很感兴趣,让我们给他们一些产品信息。
2. 她的电话是0572-88903247, 请回电话给她。
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2016年BEC商务英语考试马上就要到来,下面读文网小编为大家带来2016年BEC商务英语考试时间,希望对你有所帮助。
笔试当天下午或者第二天上午进行口语考试。其先后顺序是按照姓名首字母排列的。一定要注意自己的编号。口语考试程序如下:
1.被叫号的人进入候考室候考。
2.在候考室内进行分组。由叫号老师分组,一般是14组,28个人同时候考。
需要注意的是:候考大约有10-15分钟时间,要耐心等待。利用这段时间你可以和搭档再练练口语,分配好口语第三部分话题任务,定下来由谁先开头,记住两个人别争吵。
口语考试采取面试形式,试题由三部分构成,是有关商务话题的简短谈话和讨论。考场内有两位考官,一位负责提问, 一位负责评分。评分的考官(assessor)按以下四个标准给分:语法和词汇、谈话组织、发音、互动式交流。提问的考官(interlocutor)对整个测试给个总分。
考试分两个阶段进行。第一阶段为笔试,包括阅读、写作和听力,第二阶段为口试。考试时间分别为:
BEC1阅读、写作70分钟,听力30分钟,口试约10分钟;
BEC2阅读、写作90分钟、听力35分钟、口试约12分钟;
BEC3阅读、写作100分钟、听力40分钟、口试约14分钟。
考试分两个阶段进行。第一阶段为笔试,包括阅读、写作和听力,第二阶段为口试。考试时间分别为:BEC1阅读、写作70分钟,听力30分钟,口试约10分钟;BEC2阅读、写作90分钟、听力35分钟、口试约12分钟;BEC3阅读、写作100分钟、听力40分钟、口试约14分钟。
BEC试题中的词汇、文章类型的选择以及情景的设置都与"职业"有关。此外,BEC考核考生理解文章主旨大意和在听力材料猜测生词的能力。
BEC考核考生在广阔的实际工作环境中应用英语的能力,如提供或询问个人信息、安排约会或会谈;了解办公室沟通方式(报告、信函、备忘录等);迎接外宾、查询信息/作预定或定购工作;作电话记录;了解并说明公司产品/产品的定购/产品的运输系统;询问并提供有关产品或服务的信息等。
BEC考试涉及的主要包括:个人情况说明;办公室、商务环境与惯例;客户娱乐、业余时间与同事及客户的关系;旅游与会议;使用电话;健康与安全;买卖;公司结构、系统及程序;产品与服务;结果与成绩;商业问题。
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。商务英语课程不只是简单地对学员的英文水平、能力的提高,它更多地是向学员传授一种西方的企业管理理念、工作心理,甚至是如何和外国人打交道。那么你知道商务英语用英语怎么说吗?下面和读文网小编一起来学习一下商务英语的英语说法吧。
1. International business English teaching quality hearing can not be guaranteed.
国际商务英语听力教学质量无法保证.
2. Have you taken commercial English lessons? Yes , I studied Business English at college.
您上过商务英语课 吗 ?
3. The BEC offers an internationally recognised qualification in English for business purposes.
剑桥商务英语考试是一项全面考察考生商务英语的考试,其资格证书得到全球认可.
4. When do you expect to have this ready sale?
你商务英语希望此种商品何时上市出售 呢 ?
5. Business English listening is a major course of Business English majors.
商务英语听力是商务英语专业的一门重要课程.
6. Washington English School will give a compulsory lecture on BEC next week.
下周,华盛顿英语学校将要举办一次关于商务英语的公益讲座.
7. Our textbook is New International Business English published by Cambridge University Press.
我们的教材是采用剑桥大学出版社出版的《新国际商务英语》.
8. We look forward to your settlement at early date.
商务英语培训语句-希望你们尽早进行结算.
9. Besides , they prefer textbooks in original English standard language input.
学生对商务英语教材不太满意, 更希望使用语言地道的原版教材.
10. Michael: I can't wait to learn more Business English.
迈克尔: 学习更多的商务英语,太好了,我都等不及了.
11. Vocational school or collage degree , major of business English or secretary.
职业学校或大专以上学历, 商务英语或秘书专业.
12. So leave business background about business English learning is of no significance.
所以离开商务背景谈商务英语学习是没有意义的.
13. Business writing classes are also available for groups or individuals.
同时,我们也为团体或个人提供商务英语写作课程.
14. Billy: I am always ready to learn some new business English.
比利: 我总是准备着学习一些新的商务英语.
15. I have a Cambridge Business English Certificate.
我有剑桥商务英语证书.
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来商务英语合同写作必备常识,欢迎大家阅读!
各式各样的主文条款是合同中最核心的部份,也是篇幅最大的部份,与当事人的权利义务关系发生最直接、最密切的牵连,例如买卖契约中一定要有价金、标的物等约定,合资契约中一定要约定各股东间的出资比例,授权契约一定要谈到授权范围等等,这些都是主文部份要详细记载的。
本书拟将英文合同中的主文条款大分为两类:「特殊条款」与「一般条款」。所谓「特殊条款」指的是只有在某些特定性质的合同中才会出现的条款,例如合资契约中通常会约定当事人合资成立的公司由谁来管理,董事与监察人由谁来担任等等问题,但是抵押契约就不会有这些约定。反过来说,抵押契约中一定要记载的抵押品项目、抵押期限等等,在合资契约中就不会出现。诸如此类的「特殊条款」将留待本书之后续-「进阶篇」来详细介绍。
相对于「特殊条款」的所谓「一般条款」,指的是不论合同性质如何,几乎所有的合同中都会记载的条款,例如管辖法院的约定、保密条款、准据法条款等等,将于本书第贰编中详细介绍,在此亦不赘述。
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来商务英语写作合同条款常用句,欢迎大家阅读!
1.We are satisfied with the terms of this contract for the most part, but we feel that your terms of payment are too severe.
我们对该合同大部分条款感到满意,但是你们的付款条款太刻苛
2.We would like to have another discussion of these conditions in the afternoon before there are finally included in the contract.
在合同最终签订之前,我们想在下午就这些条款进行其它的讨论
3. Before signing the contract this afternoon, I think we better go over few final details.
在今天下午签订合同之前,我想们最好重温一下最后的细节
4.We’d better draw up a rough draft to the contract then talk it over in detail at our next meeting.
我们最好先就合同拟定一个草案,在下次会议中我们再确定细节
5.This is a copy of our specimen contract in which the general sales terms and conditions are contained.
这是我们一份包括一般销售条款和条件的合同样本
6.We hope that you won’t object to our inserting such a clause in the agreement.
我们希望你们不介意在协议中加入这一条款
7.If any other clause in this contract is in conflict with the supplementary conditions the supplementary conditions should be taken as final and binding.
若合同中任一条款与附加条款冲突,则附属条款为最终裁决并对双方有约束力
8.We think it is necessary to include a force majeure clause in this contract.
我们认为合同中加入不可抗力条款很有必要
9. After studying your draft contract we found it necessary to make a few changes.
研究过贵司起草的合同,我们发现有必要做一些修改
10.Since both of us are in agreement on all the terms shall we sign the contract now?
既然我们双方均同意所有条款,那我们现在就签合同?
11.We think your draw contract needs some modification.
我们认为贵司起草的合同需做一些修改。
12.Any modification alteration to the contract shall be made with the consent of both parties.
合同的任何更改变更均应得到双方许可才行
13.No changes can be made on this contract without mutual consent.
不经双方同意,合同不能做任何更改
14.We must make it clear in the contract that you are obliged to complete the delivery of the good within the contractual time of
shipment.
我们必须确认你方必须在合同装运期内完成货物装运
15.If the shipment can not be made within three month as stipulated, the contract will become void.
如果不能在规定的三个月内出货,则合同视为无效
以上就是读文网小编为大家带来的商务英语写作合同条款常用句,希望对大家能有所帮助!
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来商务英语口语如何介绍产品,欢迎大家学习!
A:How's your product better than the competitors?
你们的产品与其他竞争者相比有何优势?competitor 竞争者
B:We can offera superior product at the same price as our competitors' product.
我们可以在同等价格下提供更好的产品质。at the same price 同等价位
A:Are there other selling points?
其他卖点呢? selling points 卖点
B:The design is cute and colorful.80 year olds would like it.
它们造型可爱而且色彩艳丽,很适合“80”后%
A:Whatsize can you make?
你们能做什么规格?
B:At your request,
根据您的需要定制。
A:How about its quality?
质量如何?
B:We guarantee its quality.We provide a good after-sale service.
我们保证质量,并承诺优良的售后服务。guarantee 担保
A:We only handle the best product.
我们只选择最好的产品。
B:We always sell the best!
我们只卖最好的产品。
A:Great! Will you please send me your catalon together with arange of pamphlets for my reference?
太棒了!请给我一本产品目录及一套宣传小册子作参考,好吗?
catalog目录 pamphlets小册子 reference参考
B:Sure.
当然可以。
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来商务英语文书写作常用结束语,欢迎大家阅读!
1. Please excuse my late reply to your very friendly letter of March 1.
2. I hope you will forgive me for not having written you for so long.
3. I hope you will excuse me for not having replied to you until today. 4. I humbly apologize you for my delay in answering to your kind letter of May 5.
5. I have to (must) apologize you for not answering your letter in time.
6. I must ask you to kindly accept our excuses, late as they are.
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来商务英语口语介绍自己的公司,欢迎大家学习!
A:Have you heard of our company before?
你以前听说过我们公司吗?
B:I heard about your company often. Your company is well-known all over the world. When was your company founded?
我经常听说贵公司的事。贵公司世界闻名。请问贵公司是何时创立的?well-known有名的
A:Our company was established in 1899 as the first joint-venture company with a Western partner.
我们公司创建于1899年,是第一家与西方伙伴合资的公司。joint-venture company 合资公司
B:As I know, your company is one of the leading manufacturers in China.How many employees do you have?
据我所知,你们公司是中围主要的制造商之一。有多少员工呢?
A:We have about 60,000 employees including those working in our affiliate. More then 3,000 travel all over the world with about l,OOO residing abroad.
我们大约有60000名员工,包括分公司的员工在内。3000多人在世界各地做推销,其中1000人常驻国外。
B:Well, I'm surprised to hear how huge your company is.Where is your head office?
嗯,听到贵公司是如此庞大的企业,我很惊讶。你们的公司总部在哪里?
A:It's in Beijing.
在北京。
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商务英语是以适应职场生活的语言要求为目的,内容涉及到商务活动的方方面面。下面读文网小编为大家带来有关租房商务英语情景对话,欢迎大家学习!
A: Hello , may I help you?
A:你好,有什么要帮忙的?
B: Yes, I'm interested in the sign you've put up. I'd like to see what the room for rent looks like.
B:我对你们挂出的招租广告很感兴趣。我想看一下出租的房间是怎样的?
A: Well, let me show you the room. This way, please. Here you are.
A:那好,我带你去看那房间。请这边走。到了。
B: The room is large and bright. The two windows open on to a small garden. How nice! It is exactly what I'm looking for.
B:房间又宽敞、又明亮。打开落地窗便是小花园。太好了,这正是我想找的地方。
A: I'm glad you like it.
A:我很高兴你喜欢这房间。
B: How much would you charge me then?
B:你打算收多少房租呢?
A: The rent is $ 600 a month if you think that's all right.
A:如果你认为可以的话,每月租金600美元。
B: Does that include all utilities?
B:是否包括其他费用?
A: Yes, and you may use the electric stove and refrigerator in the kitchen so long as you buy own food.
A:只要你自己买食品,你可以用厨房中的电炉和冰箱。
B: When can I move in?
B:我什么时候可以搬来?
A: Anytime you like.
A:你想什么时候来都行。
B: How about this afternoon?
B:今天下午来行吗?
A: Fine. I'll be expecting you around two.
A:好啊。今天下午两点左右我等你。
以上就是读文网小编为大家带来的有关租房商务英语情景对话,希望对大家能有所帮助!
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